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Last Day for "LAST CHANCE" Pricing: September 22 REGISTER NOW!

Every time I teach prospecting at Harvard Business School I leave feeling so energized. In the few short years since Mark Roberge and Lou Shipley began their “Entrepreneurial Sales” Course, it has quickly risen to be one of the most oversubscribed and popular classes at Harvard Business School. The minute class starts, the seats full and every student is extremely engaged the entire time. My class is definitely among the weirdest they will experience. I don’t hold anything back. I tell them the truth about what does and doesn’t work even if it’s controversial. They ask me hard questions and I give them hard answers. Skirting over awkward truths with vagueness or virtue signaling is not fair to the students and a filter I really don't like. We go through the Agoge frameworks and how to efficiently execute different parts of the outbound process, and then at the very end, we transition to everyone’s favorite SKO classic: The Agoge Pizza Challenge. I share the basics of cold calling and the process asking early and often to learn and resolve objections upfront. And explain that the successful execution of cold calls very simple, but it’s uncomfortable… …So we are going to get the most uncomfortable cold calling session of your life out of the way right now! I pass out a basic script and call lists to use our calling framework to sell pizzas to strangers. As you would expect, I get hundreds of death glares ?? But everyone takes out their cell phone and does the exercise. And by the end, people are smiling, laughing some are actually making this seemingly impossible sale! Since selling pizzas is so different from anything anyone has done before, it’s easy to practice a new process without falling into old habits. But perhaps more importantly, it’s more awkward than any other cold calling session they will have. And what do they learn? The most awkward cold calling session is not that bad! Facing seemingly uncomfortable situations head on is never as bad as you imagine, and understanding that is critical to success in cold calling (and many other things ?? ) —- You should try this at your upcoming SKO by the way! Obviously, I can’t come over and do this at every company, but if you want the rules and script to do it on your own just comment “Yes” and I’ll send them to you!

I’m excited to go to Re:Invent and join onfire for their happy hour! If you are an SDR Leader and will be there, send me a message. We are assembling an sdr leader squad

????????? Pipeline Conference ?????? ?????????? ????????????!? Huge shoutout to Sam Nelson for organizing this one-of-a-kind event.??? Bringing over?400 SDR leaders?into one room to candidly share wins, losses, and everything in between was?refreshing. It wasn’t scripted—it was real. The unfiltered conversations, disagreements, and learnings created an energizing and authentic atmosphere. ?????? ?????????? ????????????????? Winning the?outbound motion?is mission-critical for all SDR teams. As we approach fiscal year '25, there’s a shared focus across the board: ???????????????? ???????? ???????????????????? ?????? ?????????????????? ???? ?????? ???????????????? & ?????????????????????? ??????????????. This insight validates the hard work we’re doing at?Actively AI. ? We’re building the pipeline intelligence layer that unifies teams disparate tech stacks and powers the most innovative GTM teams by providing: 1?? A daily hit list of high-priority prospects/accounts ?? 2?? Clear reasoning as to?why?they’re the right targets (research) 3?? Messaging at scale that’s both personalized and relevant ?? The future of outbound is here and our vision aligns with every single SDR leader I directly spoke with. ??

Last week was a milestone moment as I attended my first SDR Leadership Conference ?? , brilliantly led by the inspiring Sam Nelson - SDRLeader.com. The Pipeline Conference brought together passionate leaders, all committed to empowering and elevating their teams. Connecting with like-minded professionals was not only energizing but also reaffirmed my dedication to this incredible field. Over the past three years as an SDR leader, I’ve had the privilege of managing over 65 SDRs, building global processes, and helping scale SDR organizations across three companies [CloudKitchens, Oracle-Netsuite, Deel]. Excited to continue making an impact in this space. A heartfelt thank you to Kate Londgren for the opportunity to represent Deel alongside her, and to Deidra Suber, Don Baxter, and Jacques de Haes?I am forever grateful for the pivotal role you’ve played in my career. Thank you!

We did not initially expect Pipeline Conference to more than double this year. Demand caught us off-guard. Over 400 registered! We declined and refunded EVERY non-SDR leader who applied and stretched our venue space to the absolute max to accommodate as many leaders as we could.. And we still sold out weeks ahead of the event. In a year when nearly every SaaS conference declined, the SDRLeader.com community showed up! --- The passion and energy of this group is unreal and something you can only really get if you experience it. SDR Leaders are fiercely loyal to their teams and are obsessed with improving their craft. They are also surprisingly low-ego, ready to learn, and eager to share learnings and ideas to help each other. Getting a group of hundreds of people just like this together for a conference makes for an unbelievable experience. I can't express enough how grateful I am to every member of the community who pulled together to make this event happen. Also to every sponsor who broke with tradition to go straight to implementors of pipeline innovation: The SDR Leader. It's grow time! Outreach Yess ?? Nooks Regie.ai Orum ?? Supercadence Agoge Consulting Shift Group Common Room SalesIntel.io Boomerang Actively AI Qualified Koala Warmly, Bearworks Pocus Assa Eldar ?? Bluebirds Alta | AI Revenue Workforce

If your conference starts like this….. You know it’s going to be a great event. #pipelineconference is delivering ?? Great seeing Sam Nelson adopting the cowboy lifestyle more each time I see him in Austin! This conference sold out and I can already tell why. I’ve met so many talented, smart, and motivated SDR leaders across different verticals sharing best practices with each other.

Best event to be if you are a Sales Development Leader and you have pipeline to build. Well prepared, perfectly executed - #PipelineConference 2024 in Austin, Texas Happy to be part of the community Sam Nelson brings together!

Yesterday workshop and events at the Pipeline Conference was nothing short of amazing. Got to see many long time friends and made some new ones ?? Super excited for todays sessions. HMU if your hear, would love to say ?? #salesdevelopment #pipeline

I've been to a lot of conferences over the years, this is by far the greatest entrance I have ever seen ?? Sam Nelson with a legendary entrance to kickoff the 2024 Pipeline Conference! ????